Master the Fundamentals that Drive Sales Performance

The programs below are for direct salespeople to help them excel at the fundamentals of selling. Even experienced professionals struggle to master the fundamentals; that's why great athletes like Tiger Woods, André Agassi, and Lance Armstrong use coaches.

Plus, we've included our own Shortcuts to YesT strategies and techniques to give your salespeople an edge. You'll be able to get your buyers to "Yes" faster and more frequently.

Each program is designed for delivery in a half-day by Paul Johnson at a site of your choosing. We'll provide educational materials for each attendee. Each session is fun, interactive and activity-based to drive the learning home. We can tailor the content to fit your specific selling environment.

You may select an individual program, as each is designed to stand alone. However, for maximum synergy, we recommend you consider including all four at your sales meeting, or over a series of meetings.

Whether you sell products or professional services, your team will benefit from developing the core skills we cover.

Questions That Sell

The questions you ask reveal more about your competence than the statements you make. Salespeople need to know how to use questions from the moment of first contact until the order is approved.

Questions are the selling servants that:

•  Develop rapport.

•  Establish credibility.

•  Reveal core wants and needs.

•  Uncover issues.

•  Isolate preferences.

•  Make decisions easy for buyers.

•  Motivate action.

Effective questioning helps salespeople stay focused on the appropriate opportunities, avoid missed forecasts, and optimize use of company resources.

The best salespeople ask the best questions. Use these questioning techniques and join the best.

Hot SpotT Presentations

While all sales presentations are intended to inform and persuade, Hot Spot Presentations also compel buyers to take action.

Well-structured, well-delivered sales presentations can:

•  Make you immediately relevant to your buyer.

•  Distinguish you from competitors.

•  Make your key points memorable.

•  Put you and your buyer on the same team.

•  Encourage interactions that reveal priceless information.

•  Simplify the buyer's decision process.

•  Compel your buyer to move forward.

First, we'll show you how to structure a flexible presentation that will connect with your buyers. Then, you'll learn how to deliver a satisfying experience that will make it easy for buyers to commit to the next step.

These techniques make salespeople more effective in one-on-one situations, in the boardroom, and in front of large groups. Your buyers will "get it" faster, remember it longer, and buy from you sooner.

Selling Your Solution

Buyers don't really want your product or service. They want what it can do for them. Your selling challenge is to take the idea in their head and convert it into a reality they're willing to pay for.

By properly Selling Your Solution, you can:

•  Identify and focus on the best sales opportunities.

•  Align buyer and seller outcomes (win-win).

•  Conduct an efficient and effective needs analysis.

•  Clarify expectations and ensure customer satisfaction.

•  Deliver a proposal focused on your buyer instead of your company and products.

•  Remove any doubt about your ability to deliver results.

•  Get the "Yes" you deserve.

Selling Your Solution can begin when your buyer is ready for a quote, and ends when they agree that you have the best solution. "Closing" is then just the formality of wrapping up the details.

Match up what you have with what they want, and you'll make the sale.

Mastering Objections

The objection you fail to resolve is the one that will cost you the sale. Unresolved objections are incredibly expensive because they come at the END of the sales cycle.

Achieving mastery of sales objections can:

•  Prevent deals from getting "stuck" in the pipeline.

•  Improve forecast accuracy.

•  Boost confidence in challenging sales situations.

•  Leverage the style strengths of individual salespeople.

•  Adapt to evolving sales scenarios.

•  Proactively neutralize recurring sales objections.

•  Boost closing ratios.

This seminar puts an examples-rich toolkit into your salespeople's hands so they can solve their own recurring sales stalls and objections. Attendees will apply our objections response process and techniques during the seminar, and then practice their new skills before they leave.

Turn sales objections into the stepping stones to sales success.

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Are you looking for additional help with cold calling, negotiating, managing complex sales, or other sales training programs? We can help; call us at 770-271-7719 today.

 

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